Note: The job is a remote job and is open to candidates in USA. IDEXX is an innovation leader serving veterinary, animal health, and related industries worldwide. The Sales Engineer within the Veterinary Software PIMS portfolio provides technical expertise, tailored product demonstrations, solution architecture, and technical validation to support complex sales opportunities. The role also collaborates with sales, product, and marketing teams while coaching others and supporting customer transitions to implementation.
Responsibilities
- You will design and deliver tailored product demonstrations based on customer pain points, beginning with a clear validation of needs before presenting solutions
- You will demonstrate ezyVet, Neo, Cornerstone, and related Veterinary Software solutions, clearly aligning product capabilities to measurable customer outcomes while maintaining an engaging, customer-focused dialogue
- You will manage and resolve technical questions and objections using a structured, consultative approach, identifying and documenting additional customer needs as they arise
- You will assess technical requirements including workflows, integrations, data migration, infrastructure, security, and user adoption considerations
- You will lead technical validation activities such as proof-of-value sessions, solution workshops, and integration discussions with technical stakeholders
- You will develop and document solution architectures, integration strategies, and migration plans that ensure a smooth transition to implementation, and contribute technical expertise to RFPs and security reviews
- You will prioritize and engage in opportunities aligned to defined criteria, balancing workload to support high-impact deals while adhering to established service levels
- You will collaborate closely with sales partners on account strategy and preparation, and ensure a comprehensive technical handoff at deal close, including solution context and success criteria
- You will support the development of sales capability by coaching on product knowledge, demonstration best practices, and value-based storytelling, while contributing to enablement materials and training programs
- You will provide structured feedback to Product and Marketing teams on competitive insights, product gaps, and market dynamics, contributing to positioning and messaging development
- You will maintain deep expertise across the Veterinary Software portfolio and veterinary practice workflows, leveraging knowledge of integrated solutions to articulate competitive differentiation
Skills
- Bachelor's degree or equivalent experience in Computer Science, Engineering, Veterinary Technology, or related field
- 5+ years in sales engineering, solution consulting, or pre-sales roles in SaaS or veterinary technology
- Proven, hands-on expertise with PIMS systems, e.g. ezyVet, Neo, Cornerstone, or directly comparable platforms
- Deep understanding of veterinary practice workflows (clinical, operational, financial) and the operational economics of a small-animal or mixed practice
- Strong understanding of APIs, SaaS architecture, integration patterns, and data migration approaches
- Demonstrated success operating within a defined sales methodology (SPICED, MEDDPICC, Sandler, or equivalent) and within a tiered sales engineering engagement model with published entry criteria and SLAs
- Excellent communication and presentation skills with both technical and non-technical audiences
- Demonstrated ability to mentor others and simplify complex concepts
- Ability to demonstrate at depth across all three preferred
- Direct experience with IDEXX or similar diagnostics integrations and lab system workflows preferred
- Experience with legacy-to-cloud PIMS migrations (Cornerstone-to-cloud, AVImark, etc.) and the change management that accompanies them preferred
- Familiarity with ROI / cost-of-inaction quantification frameworks at the practice level preferred
Benefits
- Opportunity for annual cash bonus
- Equity
- Health / Dental / Vision benefits day one
- 5% matching 401k
- On-the-job training and career advancement opportunities
- Financial support
- Pet insurance
- Mental health resources
- Volunteer paid days off
- Employee stock program
- Foundation donation matching
Company Overview
Company H1B Sponsorship